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10 tips for getting past the gatekeeper


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Do you have trouble getting past the gatekeeper when you're making sales appointments? Read these ten tips to make the gatekeeper your ally instead of an obstacle.

Published in: Sales
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10 tips for getting past the gatekeeper

  1. 1. 10 Tips For Getting Past the Gatekeeper
  2. 2. Gatekeepers are standing between you and your prospect. The gatekeeper can be your ally, or an obstacle. The choice is yours.
  3. 3. Redirect with a question. Remember, the person asking the questions controls the call. 1.
  4. 4. Never take a “no” from someone who doesn’t have the authority to give you a “yes.” 2.
  5. 5. Do not pitch the gatekeeper. 3.
  6. 6. Script your message. Make sure it’s 30 seconds at the most. 4.
  7. 7. 5.
  8. 8. Remember, your goal is to get a qualified conversation with a decision maker. 6.
  9. 9. Be polite and professional. 7.
  10. 10. Never underestimate the power of humor and intrigue. 8.
  11. 11. If possible, schedule a follow-up call, or, preferably, an appointment. 9.
  12. 12. If you don’t know who the decision maker is, ask the gatekeeper who sets company policy and budgeting. 10.
  13. 13. Let the Appointment Lab help you set more quality appointments, so your salespeople can get back to doing what they do best: selling.